Job Title: Area Sales Manager - Dental Business

Company: 3M India

About 3M

At 3M, we combine science, technology, and innovation to create solutions that make a meaningful impact on people's lives. With a strong culture of curiosity, creativity, and collaboration, we empower our people to explore bold ideas and shape the future.

Role Objective

The Area Sales Manager - Dental Business will be responsible for achieving the annual sales plan within the assigned territory. This includes driving business growth through channel management, opportunity conversion, customer engagement, and compliance with sales processes. The role demands a strategic and consultative approach to selling dental products and solutions, ensuring customer success and market expansion.

Key Responsibilities

1. Sales Achievement & Market Development

- Achieve and exceed sales targets in alignment with the Regional Sales Manager (RSM).

- Identify, qualify, and convert new business opportunities across dental clinics, hospitals, dental colleges, and resellers.

- Execute marketing campaigns, product launches, and category growth initiatives in collaboration with Marketing and Sales Supervisors.

- Leverage CRM to manage the sales funnel, track opportunities, and maintain accurate forecasts.

2. Customer Engagement & Relationship Management

- Develop and strengthen long-term relationships with key opinion leaders (KOLs), clinicians, procurement heads, and institutional stakeholders.

- Drive adoption of existing and new products by providing consultative product knowledge and value-based selling.

- Collaborate with Clinical Specialists, Scientific Affairs, and Education teams to design and execute customer education programs, workshops, and hands-on training.

- Build customer loyalty through proactive engagement, service excellence, and tailored solutions.

3. Channel & Territory Management

- Expand market presence by onboarding and managing authorized distributors and resellers.

- Monitor channel performance to ensure efficient stock movement, secondary sales growth, and adequate product availability.

- Implement demand generation activities to increase coverage and penetration across the assigned territory.

4. Compliance & Reporting

- Adhere to 3M's sales processes, reporting norms, and compliance guidelines.

- Provide actionable market insights on competitor strategies, pricing trends, and emerging opportunities.

- Deliver weekly/monthly reports on sales performance, pipeline health, customer engagement activities, and market intelligence.

Qualifications & Experience

Education

- Bachelor's degree in Dentistry, Science, Pharmacy, or Life Sciences (mandatory).

- MBA/PGDM in Marketing, Business Development, or Sales Management (preferred).

Experience

- 5-8 years of proven sales experience in Dental, Medical Devices, or Healthcare sectors.

- Strong exposure to HCP engagement, institutional sales, and channel management.

- Prior experience in managing B2B healthcare clients and handling clinical sales will be an added advantage.

Skills & Competencies

- Deep understanding of the dental/healthcare ecosystem, including clinics, hospitals, institutions, and resellers.

- Strong consultative selling, negotiation, and account management skills.

- Excellent presentation, communication, and interpersonal skills with ability to engage senior stakeholders.

- Proficiency in CRM tools, MS Office, and sales reporting systems.

- Self-driven, resilient, and capable of working in a fast-paced, competitive environment.